What do you do when the prospects aren't ready to buy?

Quote:

Originally Posted by JacquesWerth

Turn low probability prospects over to another agent in return for a split of the commission - in the unlikely event that they buy.

Perfect answer.

Quote:

Originally Posted by JacquesWerth

Turn low probability prospects over to another agent in return for a split of the commission - in the unlikely event that they buy.

Thanks Jacques. Half a loaf is better than no loaf and I don 't have to put in the sweat.

Quote:

Originally Posted by JacquesWerth

Turn low probability prospects over to another agent in return for a split of the commission - in the unlikely event that they buy.

Jacques, I agree, but with one caveat...

If one can determine when the prospect will be ready to buy (next month, next week, next year, etc.), then you still have a 'high probability prospect', . . . they're just not going to buy today. In that case, I would recommend continuing to work with the prospect, but in a different manner than I would work with a prospect who was ready to buy right now.

The best to you!

Quote:

Originally Posted by Skip Anderson

Jacques, I agree, but with one caveat...

If one can determine when the prospect will be ready to buy (next month, next week, next year, etc.), then you still have a 'high probability prospect', . . . they're just not going to buy today. In that case, I would recommend continuing to work with the prospect, but in a different manner than I would work with a prospect who was ready to buy right now.

The best to you!

That is correct.
However, rather than "continuing to work with the prospect" we would continue to call them with prospecting offers until they are ready to do business.

Thomas, I would like to approach this as a home buyer myself.

When I bought my first home, I did the same thing. I walked into a realtors office and said here I am do something with me I want my dream house. Buying a house (as you know) is overwhelming to most people.

My realtor asked me a few questions and realized quickly that I didn't have financing yet or even a budget of what I wanted to spend. I saved for a down payment and thought the rest would fall into place. She was wonderful, she set me up with a couple of reputable mortgage companies. Then she explained in 10 minutes how the process would work. Before I left she gave me a packet that helped me organize the process. Inside the packet was a questionaire I was to fill out and bing back to her regarding what I wanted in my new home and what I needed no matter what. Also a budget planner.
Also, there was information inside regarding 1st time home buyers programs.

After all this.....who do you think I bought my last two homes from?

All this preplanning took her 15 minutes and made her thousands.

Stacey did your realtor show you homes the day you first came in?

She gave me a small list of homes available in different styles with listing websites, to bring back with the packet. She asked me to let her know which ones I liked and which ones I didn't so she could get an idea of the styles I might be leaning toward.

She explained to me that she didn't want to waste my time showing me a bunch of houses that weren't to my liking.

(Funny I bought one of the houses I didn't like outside, but loved inside.) I guess this satisfied me because what i really wanted to know was what was out there.

If you have someone come in wanting to look at a particular house but aren't ready to buy, why not offer to email them some pictures first and call them later to see if they are still interested. This might help satisfy curiosity and save you time.

Quote:

Originally Posted by staceylee

She gave me a small list of homes available in different styles with listing websites, to bring back with the packet. She asked me to let her know which ones I liked and which ones I didn't so she could get an idea of the styles I might be leaning toward.

She explained to me that she didn't want to waste my time showing me a bunch of houses that weren't to my liking.

(Funny I bought one of the houses I didn't like outside, but loved inside.) I guess this satisfied me because what i really wanted to know was what was out there.

If you have someone come in wanting to look at a particular house but aren't ready to buy, why not offer to email them some pictures first and call them later to see if they are still interested. This might help satisfy curiosity and save you time.

Sounds like you had an experienced agent. In real estate, as well as any field, you respect someone who has done their homework. It saves time, gets objections out of the way and gives way to realitive questions (too many times, I have seen in everything, that customers ask question because they have nothing else to do - if they are armed before hand, they suddenly are on a mission) .

Quote:

Originally Posted by staceylee

If you have someone come in wanting to look at a particular house but aren't ready to buy, why not offer to email them some pictures first and call them later to see if they are still interested. This might help satisfy curiosity and save you time.

I tried this last week and it didn't end well. The guy said he was already here and just wanted to see that home. I showed the home and haven't heard from him since.

Quote:

Originally Posted by Thomas

I tried this last week and it didn't end well. The guy said he was already here and just wanted to see that home. I showed the home and haven't heard from him since.

You can only do what you can do. Some prospects will demand that you do things a certain way, and at that point you have to either give in or run the risk of upsetting them.

What do you do when the prospects aren't ready to buy?

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